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How You Sell vs. What You Sell in Economic Development

  Whitney Daly     Jan 29, 2015

Salespeople and the act of selling have been around forever. The art of selling, and how it is accomplished, has seen countless transformations over time, and it can be argued, mulled over, drug through the mud which techniques work best, which turn potential customers away, those that really “seal the deal” and so on. Most in sales, however, would probably agree on one thing: it’s truly an art, and there’s not one right way or one wrong way of doing it. 

After reading through a Harvard Business Review article, it’s important to note that much of what we thought was working in sales, might not be. Rather than simply asking our potential customers what they like or dislike, what they need or could do without, it might be time we, as salespeople, tell them what they need and how a given product or service might “cure an ailment” within their business or operation.

In economic development, it’s no different. What’s crucial for our industry is that we provide real solutions for places. We need to offer unique and valuable perspectives for cities, counties, states, regions, and others who are looking to enhance or change the perception of their communities. Through proper education, and the right sales techniques, we can help these individuals see the value in what we’re offering prior to ever having a transaction-based conversation.

For 6 simple rules of economic development marketing, download slides from our recent webinar and learn how to compete against 20,000 EDOs nationwide.


Tags  Economic Development Economic Development Marketing Place Marketing Sales Techniques in Economic Development

Written by Whitney Daly


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